Negotiation Skills Between Small And Medium Entrepreneurs And Big Customers
stay Key account In marketing negotiations, the most important thing is to deal with key accounts. Business affairs Only by mastering certain skills can we accurately grasp the real needs of customers and break through their psychological line of defense. Next, let's see how we should negotiate with big clients.
When bidding, some enterprises often throw out some "hidden" project requirements, thus shifting the attention of some manufacturers.
Through a variety of information channels, I understand that a major client we are seeking is external.
Publish
Of the three major projects, two are unrealistic, so as to seize the marketing focus and lock the target in time.
In this process, a wide range of information channels is the key, communication between formal and informal occasions is very important.
In fact, a very important message comes from a chat with our driver.
This seemingly useless chatting let us know which requirements are internally determined by the company and what needs are not needed or temporarily incapable of implementation by the company.
Three enterprises were selected for the first bid. Apart from our company, two other enterprises in the province were represented by SIEMENS and ABB products respectively.
They have both the advantages of local companies and the technological superiority of multinational companies.
But our advantage is also very obvious, that is, the integration advantages of the system.
It was just when SIEMENS's product had a bit of software failure that led to the failure of the customer's production line to function properly, and when foreign engineers arrived at the scene, at least twenty days later.
At this time, we immediately dispatched an expert team from Beijing headquarters to solve this problem without compensation.
This event not only won a very valuable trust vote for the company, but also made SIEMENS win the championship.
After several rounds of competition, all of our competitors have been eliminated. Our company will soon become a winning bidder.
However, a company that has already been out of business is a long-term business partner of a client company. It is closely related to the top level of a client company. Even if it is out, it will have an impact on our company.
One day, a deputy general of the customer company informed us that, in view of our excellent performance in several rounds of bidding, we should give us the order form of $about one million, and express our desire for a long time in the industrial automation project.
After studying the company, we immediately abandoned the instrument project, focused on doing the best automation projects, and urged the other side to confirm the order.
At the time, some managers were puzzled. The instrument project was also a piece of fat. Why should we give up? Our attitude is: first, the meter is not our strength, it will distract our energy and the risk of failure is greater. Secondly, the promotion of the instrument project may give the competitors the truth, so that they can make a comeback and even take away the key items of this tender.
In this process, it is the key to success or failure of projects to not be confused by small profits and to adhere to established line policies.
After our insistence, the client side finally agreed to hand over the automation project to us.
When reviewing the quotation, we found that we had overpriced some non key supporting materials, and the other side made a request to cut thirty percent of the total price.
We immediately conducted an investigation and found that the price of some of the supporting materials was too high because the front-line marketers felt that the cost of the project was too high and that they hoped to raise some unimportant non key products.
The company immediately lowered the price of all the matching products, and promised that the other side could supervise the matching products. Finally, on the basis of the price adjustment of more than $20 million, the order with a total value of more than 3 million yuan was obtained.
Therefore, in the final stage of rush, enterprises must pay attention to details, adjust themselves in time, find problems immediately resolved, and finally ensure a successful signing.
- Related reading
- Member area | Han Du Yi House Sets Small And Beautiful Brand New Action Constantly.
- Shoe Express | Daphne'S Three Quarter Sales Volume Is Large.
- Collocation | Shirt Hold Live In The Most Economical Style Of Autumn Change
- Popular color | Autumn Universal White Shirt, Korean Actress Loves It.
- Popular this season | The Sweater Is Thin And The Show Makes The Girl More Beautiful.
- neust fashion | Knitted Cardigan Comes Fresh And Teaches You To Be An Almighty Goddess.
- Chamber of Commerce | Good Boy CEO Talk About The Trend Of Mother Infant Industry
- Industry stock market | Kai Yun'S Boss Has Acquired Some Thoughts On The Acquisition Of Courr Ges30% Equity Retail Network.
- market research | What Are The Most Popular Brands In The Second Hand Luxury Market?
- channel management | Semir Apparel Sales Of New Products Continue To Expand
- Business Knowledge: Conversation Etiquette
- Leather Shoes Are Better Than Cloth Shoes Before School Age.
- Number (N) Ine Announces Revival Series Of New Products
- Foreign Media Said China Banned The Export Of Rare Earth &Nbsp To Japan, Which Denied The Relevant Departments.
- Interpretation Of The Development Trend Of China'S Textile And Garment Industry
- Wan Yarn Fashion Ladies Face The National Recruitment Agents
- Paying Attention To Courtesy And Etiquette And Reflecting Professional Quality
- The Retail Price Of Women'S Boots Soared &Nbsp; Buying A Pair Of Boots Is Equivalent To Buying A Computer.
- 2010 China Drives The Cost Of Manufacturing In Surrounding Areas
- Teenmix 2010 Autumn Leather Fair Leather Shoes